Sales Enablement Manager, Onchain Compliance

Build a Safer World. TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM’s platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure. The Sales Enablement Manager for Onchain Compliance equips TRM’s go-to-market team to sell compliance solutions with consistency and credibility in a fast-moving regulatory market. You will design and continuously improve the onboarding, training, certification, and coaching that shorten time to productivity for the field, and you will run enablement as an AI-first system so a small team can scale as TRM’s products and processes change. This role sits at the center of TRM’s GTM engine, partnering closely with Sales Leadership, PMM, Product, and Deployment. The impact you will have: • Shorten time-to-ramped-productivity for the Onchain Compliance GTM team by owning segment-specific onboarding built as an AI-first system, using AI to turn a product spec into a full enablement package, including a knowledge check, in a single working session. • Keep the field credible the moment the market moves by building training, roleplays, and talk tracks from real call and deal data with AI, so the team can speak to new capabilities and regulatory events fast. • Raise win rates by running ongoing training and certification across discovery, product mastery, objection handling, competitive positioning, and compliance fundamentals, with AI-generated roleplays and call analysis pinpointing where each person needs practice. • Help managers develop their teams by delivering AI-driven personalized development paths for each GTM team member and surfacing the coaching signals that matter most. • Protect the field from risk by building AI quality checks so nothing inaccurate on compliance or regulation reaches a customer conversation. • Scale a small team’s reach by building and shipping your own agents and automations without waiting on RevOps or engineering, automating last quarter’s manual work every quarter. What we’re looking for: • Demonstrated AI fluency: you have redesigned your own workflows around AI tools and can build and ship agents and automations, going from spec to a finished enablement asset, including a knowledge check, in one working session. • Experience building and delivering onboarding, training, and certification programs for sales or customer-facing teams, using AI to produce and personalize content at scale. • Able to learn complex topics quickly and turn them into simple, practical resources, using AI to accelerate research, drafting, and call analysis. • Hands-on with sales and enablement tools, and quick to adopt, optimize, and automate new systems with AI. • Comfortable building AI quality checks and roleplays from real call and deal data so content stays accurate and practice is realistic. • 3-5+ years in sales enablement, sales training, sales operations, or a related GTM function (high-growth SaaS, fintech, crypto, or cybersecurity), with working knowledge of crypto compliance, AML/CFT, or financial-crime risk and credibility with compliance buyers. About the Team: • You will join TRM’s GTM Enablement team within Sales, focused on the Onchain Compliance segment. • Small, high-leverage team where enablement runs as an AI-first system and one person’s programs reach the whole field. • The work is intellectually demanding: you translate fast-changing product capabilities and compliance topics such as transaction monitoring, wallet screening, and sanctions exposure into clear, practical guidance the field can use immediately. • Distributed, not distant: async collaboration through Slack, Notion, and shared documentation, with recurring cross-functional meetings. Team Operating Rhythms: • Primary overlap: at least 4 hours of daily overlap with US Eastern business hours • Slack-first, async communication (text, voice notes, and video messages), plus recurring cross-functional syncs. • Weekly 1:1s and team syncs; a few in-person gatherings per year for planning and connection. • Distributed, not distant, across global time zones. On-Call Responsibilities: • No on call responsibilities. Travel Requirements: • Schedule: Occasional travel for team gatherings, GTM kickoffs, or in-person training. • Frequency: Low; a few times per year. Onsite Requirements: • Schedule: None Learn about TRM Speed in this position: • Launch-ready in one sprint: when Product kicks off a 2-week feature sprint, ship the full enablement package in parallel (positioning, training, a knowledge check, and adoption measurement) so the field is enabled and certified before the feature flag goes live. • Field-ready in 48 to 72 hours: when a new enforcement action or regulatory change drops, deliver updated messaging, a field brief, and a 15-minute manager roll-out guide within 48 to 72 hours so the team can speak with credibility immediately. • Targeted fix in 10 days: after spotting a pattern of weak discovery with compliance buyers, design and deliver a micro-training (framework, examples, practice reps) within 10 days with 80%+ participation. Application Instructions If you’re interested in joining TRM, we encourage you to apply directly. Every application is reviewed by our Talent team. Before applying, review the job description carefully and highlight the experience and impact that best demonstrate the required qualifications. Please also provide thoughtful and accurate answers to the application questions, as these will be used to evaluate your skills and qualifications for the role. If you send your resume directly to someone at TRM, we can’t guarantee it will reach the appropriate hiring team. Applying directly is the best way to ensure your application will be considered. Interviewing with TRM Our process is designed to understand how you think, solve problems, and deliver impact, while allowing you to evaluate TRM. Most interview processes include a case study, an AI skills assessment, and a Leadership Principles interview. • Recruiter Intro: Qualifications, motivations, and alignment with the role. • Hiring Manager: Deep dive into your relevant experience, skills, and impact. • First Round: 1–2 interviews focused on the skills most critical to the role. • Final Round: Hands-on case study. This is usually a panel-style session where we go deeper into your craft, problem-solving, and alignment with TRM. • References: Former colleagues who can provide insight into your work and impact. • Offer: Congrats! Your recruiter will present the offer and compensation details. • Welcome to TRM: We’re excited to build a safer world with you! Your recruiter will share your specific interview plan and preparation guidance along the way. AI Fluency at TRM AI fluency is a baseline expectation at TRM. We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks. At TRM, AI fluency means you are among the top 10 percent of operators in your function in how you apply AI to: • Accelerate repeatable workflows • Structure and solve problems • Improve output quality • Increase speed and leverage You will be evaluated on applied AI fluency during the interview process. Life at TRM We are building a safer world. That promise shows up in how we work every day. TRM moves FAST. We are a high-velocity, high-ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and continuous feedback. If something takes months elsewhere, it will ship here in days. Our work sits at the intersection of AI, national security, and fighting crime. The problems are complex, the stakes are real, and the environment evolves quickly. The pace and intensity of the work reflect the importance of the mission. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem-solving. At TRM, you should expect: • Priorities and targets to change quickly • Operating with a high degree of ambiguity • A high level of personal ownership and accountability • Close collaboration across teams and functions • Frequent, high-touch communication • Creative problem-solving and out-of-the-box thinking • A pace that rewards urgency, adaptability, and outcomes This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires thriving in ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense environment. We also recognize that this style of operating is not for everyone. If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure-test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here. If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute. Leadership Principles We hire and grow against three leadership principles. They’re the standards for how we operate, treat each other, and make decisions. • Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment – test, ship, measure, and iterate quickly. • Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end‑to‑end, and i